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Use their inspiration to fulfill your goals

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Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the second section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the 26 different personality traits of negotiators you are likely to encounter in the course of your negotiating career are identified. Over the next few weeks we will recommend ways of dealing with each type of negotiator.

(Courtesy of PersonalEmpowerment.co)

14 The inspirational negotiator

Some negotiators are motivated by inspiration. They have a vision or dream of a better future, a worthy cause they want to serve, a worthy goal they want to achieve. They are inspired and motivated to work toward the fulfillment of their dream or vision. They are devoted to solving all problems and resolving all issues that stand in the way.

Such inspiration can include and accommodate basic human motivations such as altruism, idealism, success, achievement, profit, service, creativity, and more. When negotiating with inspirational types, the best approach is to discern where your goals coincide with and serve their goals, and shift the focus to what is in fact a mutual vision. In this way, their inspiration can become fuel for your goals.

Inspiration, by definition, is infectious. We all have a place in us where we can get excited about our own ambitions, goals, and dreams. Inspirational negotiators respond favourably if you join them on their inspirational bandwagon. And you’ve got nothing to lose by doing so. You being motivated and inspired by their vision establishes instant rapport. Linking your vision and objectives to theirs so that both can be accomplished is the highest purpose of a negotiation.

So, by all means, whip up some enthusiasm and inspiration for their cause and yours. But don’t be a fake about it. Insincerity here will backfire and make you look like a con artist. And nothing is more offensive to an inspirational negotiator than that.


David A Steynberg, managing editor and director of HomeTimes, has more than 10 years of experience as both a journalist and editor, having headed up Business Day’s HomeFront supplement, SAPOA’s range of four printed titles, digimags Asset in Africa and the South African Planning Institute’s official title, Planning Africa, as well as B2B titles, Building Africa and Water, Sewage & Effluent magazines. He began his career at Farmer’s Weekly magazine before moving on to People Magazine where he was awarded two Excellence Awards for Best Real Life feature as well as Writer of the Year runner-up. He is also a past fellow of the International Women’s Media Foundation.

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